-
1
-
-
19644388554
-
The critical success factors in the client-consulting relationship
-
Appelbaum, S.H. and Steed, A.J. (2005), The critical success factors in the client-consulting relationship, Journal of Management Development, Vol. 24 No. 1, pp. 68-93.
-
(2005)
Journal of Management Development
, vol.24
, Issue.1
, pp. 68-93
-
-
Appelbaum, S.H.1
Steed, A.J.2
-
2
-
-
0039741426
-
Trust, power and control in transorganizational relations
-
Bachmann, R. (2001), Trust, power and control in transorganizational relations, Organization Studies, Vol. 22 No. 2, pp. 337-65.
-
(2001)
Organization Studies
, vol.22
, Issue.2
, pp. 337-65
-
-
Bachmann, R.1
-
3
-
-
84986038239
-
Predictors of equity in relationships between financial service providers and retail customers
-
Barnes, J.G. and Howlett, D.M. (1998), Predictors of equity in relationships between financial service providers and retail customers, International Journal of Bank Management, Vol. 16 No. 1, pp. 15-23.
-
(1998)
International Journal of Bank Management
, vol.16
, Issue.1
, pp. 15-23
-
-
Barnes, J.G.1
Howlett, D.M.2
-
4
-
-
84947694046
-
Consultancies: Agents of organizational development: Part II
-
Berry, A. and Oakley, K. (1994), Consultancies: agents of organizational development: Part II, Leadership & Organization Development Journal, Vol. 15 No. 1, pp. 13-21.
-
(1994)
Leadership & Organization Development Journal
, vol.15
, Issue.1
, pp. 13-21
-
-
Berry, A.1
Oakley, K.2
-
5
-
-
0001786592
-
Relationship marketing
-
in Payne, A., Christopher, M., Clark, M. and Peck, H. (Eds), Butterworth-Heinemann, Oxford
-
Berry, L.L. (1983), Relationship marketing, in Payne, A., Christopher, M., Clark, M. and Peck, H. (Eds), Relationship Marketing for Competitive Advantage: Winning and Keeping Customers, Butterworth-Heinemann, Oxford, pp. 65-74.
-
(1983)
Relationship Marketing for Competitive Advantage: Winning and Keeping Customers
, pp. 65-74
-
-
Berry, L.L.1
-
6
-
-
27144512930
-
A customer relationship management roadmap: What is known, potential pitfalls and where to go
-
October
-
Boulding, W., Staelin, R., Ehret, M. and Johnston, W.J. (2005), A customer relationship management roadmap: what is known, potential pitfalls and where to go, Journal of Marketing, Vol. 69, October, pp. 155-66.
-
(2005)
Journal of Marketing
, vol.69
, pp. 155-66
-
-
Boulding, W.1
Staelin, R.2
Ehret, M.3
Johnston, W.J.4
-
8
-
-
68149083593
-
-
Marketing without Borders, Annual UK Academy of Marketing Conference Proceedings, Manchester, July
-
Buttle, F. (1997), Exploring relationship quality, Marketing without Borders, Annual UK Academy of Marketing Conference Proceedings, Manchester, July, pp. 143-55.
-
(1997)
Exploring Relationship Quality
, pp. 143-55
-
-
Buttle, F.1
-
9
-
-
0344022586
-
-
Sage, London
-
Carson, D., Gilmore, A., Perry, C. and Grønhaug, K. (2001), Qualitative Marketing Research, Sage, London.
-
(2001)
Qualitative Marketing Research
-
-
Carson, D.1
Gilmore, A.2
Perry, C.3
Grønhaug, K.4
-
10
-
-
0038786790
-
-
Butterworth-Heinemann, Oxford
-
Christopher, M., Payne, A. and Ballantyne, D. (2002), Relationship Marketing: Creating Stakeholder Value, Butterworth-Heinemann, Oxford.
-
(2002)
Relationship Marketing: Creating Stakeholder Value
-
-
Christopher, M.1
Payne, A.2
Ballantyne, D.3
-
11
-
-
84986135395
-
Building customer relationships: An inventory of service providers' objectives and practices
-
Claycomb, C. and Martin, C.L. (2002), Building customer relationships: an inventory of service providers' objectives and practices, Journal of Services Marketing, Vol. 16 No. 7, pp. 615-35.
-
(2002)
Journal of Services Marketing
, vol.16
, Issue.7
, pp. 615-35
-
-
Claycomb, C.1
Martin, C.L.2
-
12
-
-
0003487379
-
-
Sage Publications, Thousand, Oaks, CA
-
Coffey, A. and Atkinson, P. (1996), Making Sense of Qualitative Data, Sage Publications, Thousand Oaks, CA.
-
(1996)
Making Sense of Qualitative Data
-
-
Coffey, A.1
Atkinson, P.2
-
14
-
-
14544289938
-
Fata Morgana or realistic goal? Managing relationships with customers
-
in Hennig-Thurau, T. and Hansen, U. (Eds), Springer-Verlag, Berlin
-
Diller, H. (2000), Fata Morgana or realistic goal? Managing relationships with customers, in Hennig-Thurau, T. and Hansen, U. (Eds), Relationship Marketing: Gaining Competitive Advantage through Customer Satisfaction and Customer Retention, Springer-Verlag, Berlin, pp. 29-48.
-
(2000)
Relationship Marketing: Gaining Competitive Advantage through Customer Satisfaction and Customer Retention
, pp. 29-48
-
-
Diller, H.1
-
16
-
-
0001932429
-
Developing buyer-seller relationships
-
Dwyer, R.F., Schurr, P.H. and Oh, S. (1987), Developing buyer-seller relationships, Journal of Marketing, Vol. 51, pp. 11-27.
-
(1987)
Journal of Marketing
, vol.51
, pp. 11-27
-
-
Dwyer, R.F.1
Schurr, P.H.2
Oh, S.3
-
17
-
-
68149095734
-
Determinants of customer churn behavior: The case of the local telephone service
-
Eshghi, A., Haughton, D., Teebagy, N. and Topi, H. (2006), Determinants of customer churn behavior: the case of the local telephone service, Marketing Management Journal, Vol. 16 No. 2, pp. 179-87.
-
(2006)
Marketing Management Journal
, vol.16
, Issue.2
, pp. 179-87
-
-
Eshghi, A.1
Haughton, D.2
Teebagy, N.3
Topi, H.4
-
19
-
-
84986099147
-
Consultant and client - working together?
-
Fullerton, J. and West, M.A. (1996), Consultant and client - working together?, Journal of Managerial Psychology, Vol. 11 No. 6, pp. 40-9.
-
(1996)
Journal of Managerial Psychology
, vol.11
, Issue.6
, pp. 40-9
-
-
Fullerton, J.1
West, M.A.2
-
20
-
-
0041670738
-
Bridging uncertainty in management consulting: The mechanisms of trust and networked reputation
-
Glückler, J. and Armbrüster, T. (2003), Bridging uncertainty in management consulting: the mechanisms of trust and networked reputation, Organization Studies, Vol. 24 No. 2, pp. 269-97.
-
(2003)
Organization Studies
, vol.24
, Issue.2
, pp. 269-97
-
-
Glückler, J.1
Armbrüster, T.2
-
21
-
-
68149120993
-
Relationship approach to marketing in service contexts: The marketing and organizational behavior interface
-
in Payne, A., Christopher, M., Clark, M. and Peck, H. (Eds), Butterworth-Heinemann, Oxford
-
Grönroos, C. (1990), Relationship approach to marketing in service contexts: the marketing and organizational behavior interface, in Payne, A., Christopher, M., Clark, M. and Peck, H. (Eds), Relationship Marketing for Competitive Advantage: Winning and Keeping Customers, Butterworth-Heinemann, Oxford, pp. 82-91.
-
(1990)
Relationship Marketing for Competitive Advantage: Winning and Keeping Customers
, pp. 82-91
-
-
Grönroos, C.1
-
22
-
-
85133004800
-
Relationship marketing and imaginary organizations: A synthesis
-
Gummesson, E. (1996), Relationship marketing and imaginary organizations: a synthesis, European Journal of Marketing, Vol. 30 No. 2, pp. 31-44.
-
(1996)
European Journal of Marketing
, vol.30
, Issue.2
, pp. 31-44
-
-
Gummesson, E.1
-
23
-
-
84986113560
-
Relationship marketing and a new economy: It's time for de-programming
-
Gummesson, E. (2002), Relationship marketing and a new economy: it's time for de-programming, Journal of Services Marketing, Vol. 16 No. 7, pp. 585-9.
-
(2002)
Journal of Services Marketing
, vol.16
, Issue.7
, pp. 585-9
-
-
Gummesson, E.1
-
25
-
-
84955540696
-
-
2nd ed., Routledge, London
-
Hammersley, M. and Atkinson, P. (1995), Ethnography: Principles in Practice, 2nd ed., Routledge, London.
-
(1995)
Ethnography: Principles in Practice
-
-
Hammersley, M.1
Atkinson, P.2
-
27
-
-
2442648611
-
The professional services consumer
-
in Gabbott, M. and Hogg, G. (Eds), Wiley, Chichester
-
Koelemeijer, K. and Vriens, M. (1998), The professional services consumer, in Gabbott, M. and Hogg, G. (Eds), Consumers and Services, Wiley, Chichester, pp. 163-84.
-
(1998)
Consumers and Services
, pp. 163-84
-
-
Koelemeijer, K.1
Vriens, M.2
-
28
-
-
0031142046
-
Supplier relational behavior: An empirical assessment
-
Leuthesser, L. (1997), Supplier relational behavior: an empirical assessment, Industrial Marketing Management, Vol. 26, pp. 245-54.
-
(1997)
Industrial Marketing Management
, vol.26
, pp. 245-54
-
-
Leuthesser, L.1
-
29
-
-
84986145994
-
Customer relationship levels - from spurious to true relationships
-
Liljander, V. and Roos, I. (2002), Customer relationship levels-from spurious to true relationships, Journal of Services Marketing, Vol. 16 No. 7, pp. 593-614.
-
(2002)
Journal of Services Marketing
, vol.16
, Issue.7
, pp. 593-614
-
-
Liljander, V.1
Roos, I.2
-
30
-
-
84980234445
-
Some facets of the relationship between consultants and their clients in organizations
-
McGivern, C. (1983), Some facets of the relationship between consultants and their clients in organizations, Journal of Management Studies, Vol. 20 No. 3, pp. 367-86.
-
(1983)
Journal of Management Studies
, vol.20
, Issue.3
, pp. 367-86
-
-
McGivern, C.1
-
31
-
-
68149117979
-
Marketing to existing clients
-
Maister, D.H. (1989), Marketing to existing clients, Journal of Management Consulting, Vol. 5 No. 2, pp. 25-32.
-
(1989)
Journal of Management Consulting
, vol.5
, Issue.2
, pp. 25-32
-
-
Maister, D.H.1
-
34
-
-
0005103654
-
The advertising agency-client relationship
-
in Buttle, F. (Ed.), Paul Chapman, London
-
Michell, P. (1996), The advertising agency-client relationship, in Buttle, F. (Ed.), Relationship Marketing: Theory and Practice, Paul Chapman, London, pp. 159-69.
-
(1996)
Relationship Marketing: Theory and Practice
, pp. 159-69
-
-
Michell, P.1
-
35
-
-
0003784156
-
-
2nd ed., Sage Publications, London
-
Miles, M.B. and Huberman, M.A. (1994), Qualitative Data Analysis: An Expanded Sourcebook, 2nd ed., Sage Publications, London.
-
(1994)
Qualitative Data Analysis: An Expanded Sourcebook
-
-
Miles, M.B.1
Huberman, M.A.2
-
36
-
-
0000774471
-
Problems and risks in the purchasing of consultancy services
-
Mitchell, V-W. (1994), Problems and risks in the purchasing of consultancy services, The Service Industries Journal, Vol. 14 No. 3, pp. 315-39.
-
(1994)
The Service Industries Journal
, vol.14
, Issue.3
, pp. 315-39
-
-
Mitchell, V.-W.1
-
37
-
-
0001884325
-
Relationship marketing theory: Its roots and direction
-
Möller, K. and Halinen, A. (2000), Relationship marketing theory: its roots and direction, Journal of Marketing Management, Vol. 16, pp. 29-54.
-
(2000)
Journal of Marketing Management
, vol.16
, pp. 29-54
-
-
Möller, K.1
Halinen, A.2
-
38
-
-
33750975710
-
Patronage and loyalty strategies: Understanding the behavioral and attitudinal outcomes of customer retention programs
-
in Hennig-Thurau, T. and Hansen, U. (Eds), Springer-Verlag, Berlin
-
Morgan, R., Crutchfield, T.N. and Lacey, R. (2000), Patronage and loyalty strategies: understanding the behavioral and attitudinal outcomes of customer retention programs, in Hennig-Thurau, T. and Hansen, U. (Eds), Relationship Marketing: Gaining Competitive Advantage through Customer Satisfaction and Customer Retention, Springer-Verlag, Berlin, pp. 69-83.
-
(2000)
Relationship Marketing: Gaining Competitive Advantage through Customer Satisfaction and Customer Retention
, pp. 69-83
-
-
Morgan, R.1
Crutchfield, T.N.2
Lacey, R.3
-
39
-
-
68149113069
-
-
Working Paper Series, Manchester Business School, Manchester
-
Oakley, K. (1994), Buying a knowledge service: client impressions of management consultancy Working Paper Series, Manchester Business School, Manchester.
-
(1994)
-
-
Oakley, K.1
-
40
-
-
85071753072
-
Relationship marketing
-
in Baker, M.J. (Ed.), 5th ed., Butterworth-Heinemann, London
-
O'Malley, L. and Tynan, C. (2003), Relationship marketing, in Baker, M.J. (Ed.), The Marketing Book, 5th ed., Butterworth-Heinemann, London, pp. 32-52.
-
(2003)
The Marketing Book
, pp. 32-52
-
-
O'Malley, L.1
Tynan, C.2
-
41
-
-
33750824287
-
Factors influencing the effectiveness of relationship marketing: A meta-analysis
-
October
-
Palmatier, R.W., Dant, R.P., Grewal, D. and Evans, K.R. (2006), Factors influencing the effectiveness of relationship marketing: a meta-analysis, Journal of Marketing, Vol. 70, October, pp. 136-53.
-
(2006)
Journal of Marketing
, vol.70
, pp. 136-53
-
-
Palmatier, R.W.1
Dant, R.P.2
Grewal, D.3
Evans, K.R.4
-
42
-
-
0035607872
-
Diagnosing customer value: Integrating the value process of relationship marketing
-
Payne, A. and Holt, S. (2001), Diagnosing customer value: integrating the value process of relationship marketing, British Journal of Management, Vol. 12, pp. 159-82.
-
(2001)
British Journal of Management
, vol.12
, pp. 159-82
-
-
Payne, A.1
Holt, S.2
-
43
-
-
0004125095
-
-
Payne, A., Christopher, M., Clark, M. and Peck, H. (Eds), Butterworth-Heinemann, Oxford
-
Payne, A., Christopher, M., Clark, M. and Peck, H. (Eds) (1995), Relationship Marketing for Competitive Advantage: Winning and Keeping Customers, Butterworth-Heinemann, Oxford.
-
(1995)
Relationship Marketing for Competitive Advantage: Winning and Keeping Customers
-
-
-
44
-
-
85035925523
-
Processes of a case study methodology for postgraduate research in marketing
-
Perry, C. (1998), Processes of a case study methodology for postgraduate research in marketing, European Journal of Marketing, Vol. 32 Nos 9/10, pp. 785-802.
-
(1998)
European Journal of Marketing
, vol.32
, Issue.9-10
, pp. 785-802
-
-
Perry, C.1
-
45
-
-
28244447710
-
Brand culture and branded workers: Service work and aesthetic labour in fashion retail
-
Pettinger, L. (2004), Brand culture and branded workers: service work and aesthetic labour in fashion retail, Consumption, Markets and Culture, Vol. 7 No. 2, pp. 165-84.
-
(2004)
Consumption, Markets and Culture
, vol.7
, Issue.2
, pp. 165-84
-
-
Pettinger, L.1
-
46
-
-
68149111273
-
-
PhD thesis, University of Cambridge, Cambridge
-
Powell, M.E. (1997), The nature, structure and management of management consulting organizations, PhD thesis, University of Cambridge, Cambridge.
-
(1997)
The Nature, Structure and Management of Management Consulting Organizations
-
-
Powell, M.E.1
-
47
-
-
84986078195
-
Barriers to relationship marketing in consumer retailing
-
Pressey, A.D. and Mathews, B.P. (2000), Barriers to relationship marketing in consumer retailing, Journal of Services Marketing, Vol. 14 No. 3, pp. 272-86.
-
(2000)
Journal of Services Marketing
, vol.14
, Issue.3
, pp. 272-86
-
-
Pressey, A.D.1
Mathews, B.P.2
-
48
-
-
68149114858
-
Editorial: Relationship marketing: Theory, applications and future research directions
-
Pressey, A. and Tsokas, N. (2006), Editorial: Relationship marketing: theory, applications and future research directions, Journal of Marketing Management, Vol. 22 Nos 1-2, pp. 1-4.
-
(2006)
Journal of Marketing Management
, vol.22
, Issue.1-2
, pp. 1-4
-
-
Pressey, A.1
Tsokas, N.2
-
49
-
-
0346867139
-
-
Simon & Schuster, New York, NY
-
Sheth, J. and Sobel, A. (2000), Clients for Life, Simon & Schuster, New York, NY.
-
(2000)
Clients for Life
-
-
Sheth, J.1
Sobel, A.2
-
50
-
-
0031537408
-
The consultancy process - an insecure business
-
Sturdy, A. (1997), The consultancy process - an insecure business, Journal of Management Studies, Vol. 34 No. 3, pp. 389-413.
-
(1997)
Journal of Management Studies
, vol.34
, Issue.3
, pp. 389-413
-
-
Sturdy, A.1
-
51
-
-
68149088200
-
-
ESRC-EBK working paper, Swindon
-
Sturdy, A., Clark, T., Fincham, R. and Handley, K. (2005), Both cosmopolitans and locals? Multiplicity, fluidity and exclusion in management consultant-client knowledge relationships, ESRC-EBK working paper, Swindon.
-
(2005)
Both Cosmopolitans and Locals? Multiplicity, Fluidity and Exclusion in Management Consultant-Client Knowledge Relationships
-
-
Sturdy, A.1
Clark, T.2
Fincham, R.3
Handley, K.4
-
52
-
-
2442707373
-
What is a professional service? A conceptual review and bi-national investigation
-
Thakor, M. and Kumar, A. (2000), What is a professional service? A conceptual review and bi-national investigation, Journal of Services Marketing, Vol. 14 No. 1, pp. 63-82.
-
(2000)
Journal of Services Marketing
, vol.14
, Issue.1
, pp. 63-82
-
-
Thakor, M.1
Kumar, A.2
-
53
-
-
61449097550
-
CRM as strategy: Avoiding the pitfall of tactics
-
Thakur, R., Summey, J.H. and Balasubramanian, S.K. (2006), CRM as strategy: avoiding the pitfall of tactics, Marketing Management Journal, Vol. 16 No. 2, pp. 147-54.
-
(2006)
Marketing Management Journal
, vol.16
, Issue.2
, pp. 147-54
-
-
Thakur, R.1
Summey, J.H.2
Balasubramanian, S.K.3
-
54
-
-
0009908286
-
A review of the marriage analogy in relationship marketing
-
Tynan, C. (1997), A review of the marriage analogy in relationship marketing, Journal of Marketing Management, Vol. 13, pp. 695-703.
-
(1997)
Journal of Marketing Management
, vol.13
, pp. 695-703
-
-
Tynan, C.1
-
56
-
-
0035633656
-
Choice of supplier in embedded markets: Relationship and marketing program effects
-
Wathne, K.H., Biong, H. and Heide, J.B. (2001), Choice of supplier in embedded markets: relationship and marketing program effects, Journal of Marketing, Vol. 65, April, pp. 54-66.
-
(2001)
Journal of Marketing
, vol.65
, pp. 54-66
-
-
Wathne, K.H.1
Biong, H.2
Heide, J.B.3
-
57
-
-
0040191254
-
Interactive perceptions of suppliers and corporate clients in the marketing of professional services: A comparison of accounting and legal services in the UK, Canada and Sweden
-
Yorke, D.A. (1990), Interactive perceptions of suppliers and corporate clients in the marketing of professional services: a comparison of accounting and legal services in the UK, Canada and Sweden, Journal of Marketing Management, Vol. 5 No. 3, pp. 307-23.
-
(1990)
Journal of Marketing Management
, vol.5
, Issue.3
, pp. 307-23
-
-
Yorke, D.A.1
-
58
-
-
68149117980
-
Key account management, customer portfolios and networks: Academic rhetoric or practitioner tools?
-
Zolkiewski, J.M. and Turnbull, P.W. (2001), Key account management, customer portfolios and networks: academic rhetoric or practitioner tools?, The Journal of Selling and Major Account Management, Vol. 3 No. 3, pp. 55-70.
-
(2001)
The Journal of Selling and Major Account Management
, vol.3
, Issue.3
, pp. 55-70
-
-
Zolkiewski, J.M.1
Turnbull, P.W.2
-
59
-
-
68149083592
-
-
Marketing without Borders, Annual UK Academy of Marketing Conference Proceedings, Manchester, July
-
Steward, K. (1997), Research in a relationship context, Marketing without Borders, Annual UK Academy of Marketing Conference Proceedings, Manchester, July, pp. 1505-7.
-
(1997)
Research in a Relationship Context
, pp. 1505-7
-
-
Steward, K.1
|